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Partner Development Manager

2 months ago

Dubai, Dubai, United Arab Emirates Splunk Full time
About the Role

Splunk is seeking an experienced Partner Development Account Manager to join our EMEA Partner & Alliances organisation. This is a highly visible role that requires a proven track record of building and running sophisticated enterprise businesses with and through partners.

Key Responsibilities
  • Grow relationships within existing partners and recruit and develop new ones.
  • Establish and execute sales plans and go-to-market strategies to grow revenue in accordance with quota targets.
  • Provide training and support to partners, make joint sales calls, and close deals.
  • Work closely with reseller channel partners and the Middle East sales teams to promote cooperative selling to enterprise accounts.
  • Craft strategic relationships with senior decision makers within key partners and ensure they are aligned to Splunk management.
  • Identify and recruit new partners specialised on specific domains.
  • Meet and exceed set sales quotas while adhering to Splunk's sales rules of engagement.
  • Manage and be the main point of contact for partners.
  • Enthusiastically work towards improving partner total sales potential through best practices, training, and support.
  • Work with marketing to drive programs and events to extend relationships to new prospects.
  • Continually learn about new products and improve selling skills.
  • Provide weekly reporting of pipeline and forecasts using the SalesForce automation tool.
  • Stay ahead of competition, market issues, and products.
  • Attend and participate in sales meetings, product seminars, and trade shows.
  • Prepare written presentations, reports, and price quotations.
  • Develop Management Objective Plans with all partners, align goals and objectives consistent with corporate strategy.
  • Map Splunk partner organisation to Splunk corporate organisation, ensuring free cooperation and communication.
Requirements
  • Minimum experience of 10 years in Channel and Distribution, having been in a channel management position.
  • Actively managed partners in UAE, Oman, Qatar, and Levantine.
  • Proven track record in channel and direct selling experience selling IT infrastructure solutions to medium and large Enterprise businesses.
  • Success and knowledge with Enterprise VARs and Systems Integrators in the defined territory.
  • Acting as a Splunk Ambassador with executive presence, polish, and outstanding communication skills.
  • Outstanding management, interpersonal, written, and presentation skills are key for your success.
  • You will thrive in working in a fast-paced, high growth, constantly evolving environment.
  • Able to work independently and remotely from other members of your team and corporate.
  • Relevant software proven experience in IT systems, enterprise, or infrastructure management.
  • Significant Field Channel Sales and Strategic Partnership development.
  • Creation and execution of partner plans and programs.
  • Fluent in Arabic and English.
  • Proven track record of consistently meeting or exceeding assigned goals and targets.
  • Bachelor's degree in related field, or equivalent experience.
About Splunk

Splunk is an Equal Opportunity Employer. We believe creating a culture of belonging isn't just the right thing to do; it's also the smart thing. We prioritise diversity, equity, inclusion, and belonging to ensure our employees are supported to bring their best, most authentic selves to work where they can thrive.

Note:

For sales roles starting salaries are expressed as On Target Earnings or OTE (OTE = base + on-target incentives in the form of sales commission plans).

United Arab Emirates

On Target Earnings: AED 612,500.00 per year.

Splunk provides flexibility and choice in the working arrangement for most roles, including remote and/or in-office roles. We have a market-based pay structure which varies by location. Please note that the On Target Earnings (OTE) range is a guideline and for candidates who receive an offer, the OTE will vary based on factors such as work location as set out above, as well as the knowledge, skills, and experience of the candidate. In addition to OTE, this role may be eligible for equity or long-term cash awards.

Benefits are an important part of Splunk's Total Rewards package. This role is eligible for a comprehensive, competitive benefits package which may include healthcare and retirement plans, paid time off, wellbeing expense reimbursement, and much more.